Business Development Manager - ACES

Viasat; Carlsbad (CA); Hybrid; USD 174,000 - 275,000; Full time

Job summary

Viasat in the United States seeks a seasoned Business Development Manager for the ACES unit to drive new government opportunities in the electromagnetic spectrum, SIGINT, and ELINT, leading BD and capture with senior partners.

Coordinate with product, engineering, and legal teams to craft winning proposals and relevant teaming arrangements.

Requirements: 10+ years in defense sales, US citizenship, TS/SCI eligibility; travel up to 50%.

Qualifications

• US DoD and defense industry relationships.
• Deep understanding of federal contracting and the DoW acquisition process.
• 10+ years in sales growth and contract acquisition in aerospace/defense.
• Strong leadership, communication and interpersonal skills.
• Non-linear problem solving with ambiguity tolerance.
• Bachelor’s Degree or equivalent experience.
• US Citizenship and ability to obtain TS/SCI clearance.
• Location flexible; travel up to 50%.

Responsibilities

• Drive full BD lifecycle from opportunity to capture strategy and proposal execution.
• Develop high-quality, compliant government proposals and negotiate teaming.
• Create teaming and partnerships to strengthen offerings with internal and external partners.

Skills

DoD relationships

Federal contracting

Sales growth

Leadership

Communication

Ambiguity tolerance

US Citizenship

Education

Bachelor’s Degree or equivalent

Tools

CRM tools

Job description

About us

One team. Global challenges. Infinite opportunities. At Viasat, we’re on a mission to deliver connections with the capacity to change the world. For more than 35 years, Viasat has helped shape how consumers, businesses, governments and militaries around the globe communicate. We’re looking for people who think big, act fearlessly, and create an inclusive environment that drives positive impact to join our team.

What you\'ll do

We are seeking a highly motivated Business Development Manager committed to driving new business development for an exciting and emerging high potential growth business within Viasat Government. This extremely strategic role is responsible for identifying, qualifying and capturing new business in the emerging Counter UAS and electromagnetic spectrum operations / spectrum dominance, SIGINT and ELINT areas. The ideal candidate will possess an in-depth understanding of the US Department of War acquisition process, a robust network within the electromagnetic spectrum operations / spectrum dominance market area, and a proven track record of securing significant contracts in the electromagnetic spectrum operations / spectrum dominance, SIGINT and ELINT areas. This individual will be a key driver of our growth strategy for the Advanced Cyber and Electromagnetic Systems business unit, working closely with business leadership, engineering, product, and capture management teams to deliver compelling value propositions to our military customers. Additionally, this individual will form our multi-year strategy to position for upcoming opportunities and move the business to larger positions in the market.

The day-to-day

Business Development and Capture Management

• Drive Full Business Development Lifecycle: This includes everything from opportunity identification and qualification to capture strategy and proposal execution. The ACES Business Development Manager often serves as the "capture manager" for key pursuits.
• Proposal Development and Negotiation: This individual takes charge of developing high-quality, compliant, and competitive proposals in response to government solicitations. They will assist as part of a team in the negotiation of business arrangements and teaming, ensuring a positive outcome for the company.
• Create New Teaming and Partnership Opportunities: This role involves identifying and vetting potential internal and external teaming partners and subcontractors to strengthen the company’s offerings and increase its chances of winning major contracts.

Customer and Collaborator Relationships

• Foster & Sustain Strategic Relationships: A critical responsibility is establishing and maintaining strong relationships with key decision-makers and influencers in government agencies, military branches, intelligence community, business to business, and other defense contractors.
• Senior Brand Ambassador: The ACES Business Development Manager acts as a primary liaison with customers and partners, often representing the company at industry events, conferences, and briefings to enhance market presence and build credibility. They are also responsible for working with our marketing team to enhance brand awareness and build a marketing strategy for their pursuits and market focus areas.

Strategic Positioning and Planning

• Develop and Finalize Business Growth: Build and complete detailed business development plans to substantially boost revenue by acquiring awards in the US Government market space. Identify and prioritize key opportunities, agencies, and programs aligning with our core capabilities and strategic plan. Align these strategies to ACES business unit growth plans to enable significant year-over-year growth.
• Market Intelligence: This role involves continuously researching and analyzing the defense industry environment, including emerging trends, policy changes, budgetary shifts, and competitor activities. The individual selected will use this information to identify new opportunities, inform senior business leadership, and shape strategy around major pursuits.
• Pipeline Management: Build, manage, and maintain a robust pipeline of qualified opportunities from lead generation through closure. Apply CRM tools as appropriate to track progress, report on metrics, and align this pipeline to the business unit growth plans.
• Cross-Functional Leadership: Work seamlessly with product development, engineering, sales, marketing, and legal teams to ensure alignment of business development efforts with overall business unit strategy and capabilities.

What you\'ll need

Qualifications

• Demonstrated US DoW and defense industry relationships with extensive experience in engagement from junior to senior levels in the US DoW, especially in the electromagnetic spectrum operations / spectrum dominance, SIGINT or ELINT areas.
• Comprehensive understanding of federal contracting and the DoW acquisition process. This includes the federal procurement process, funding/contracting mechanisms and a deep understanding of the Department of War budget process.
• Candidates for this role have a minimum of 10+ years' experience in sales growth and contract acquisition within aerospace and defense. They have demonstrated success in winning large contracts.
• Excellent leadership, communication, and interpersonal skills are crucial for building relationships, leading teams, and presenting to senior executives and customers.
• Non-linear problem solver with a high tolerance for ambiguity. The ability to analyze and reframe complex problems, develop creative solutions, and align business development activities with broader corporate strategy is a key requirement.
• Bachelor’s Degree or equivalent experience
• US Citizenship
• United States Secret Clearance and ability to obtain TS/SCI.
• Location is flexible. Must be able to travel up to 50% time.

What will help you on the job

Preferences:

• 3 years of experience working within Special Access Programs within the DoW or industry.
• Master’s degree in a technical or business field.
• 3 years of experience in the operations or maintenance of US DoW electromagnetic spectrum operations / spectrum dominance, SIGINT or ELINT systems.
• Experience as a DoW acquisition program manager.
• Experience in successfully transitioning S&T efforts into programs of record.
• Experience in the US DoW with Advanced Sensors, Technologies, Active Communication Programs, and Tactical Data Links.
• Active Top Secret security clearance with SCI.

Government contract driving

An essential function of this position for the work performed under a government contract requires driving a Viasat-owned vehicle. As such, participation in our Drug-Alcohol program is required which includes pre-employment testing and random testing.

Salary range

$174,000.00 - $275,000.00 / annually. For specific work locations within San Jose, the San Francisco Bay area and New York City metropolitan area, the base pay range for this role is $216,000.00- $324,000.00/ annually

At Viasat, we consider many factors when it comes to compensation, including the scope of the position as well as your background and experience. Base pay may vary depending on job-related knowledge, skills, and experience. Additional cash or stock incentives may be provided as part of the compensation package, in addition to a range of medical, financial, and/or other benefits, dependent on the position offered. Learn more about Viasat’s comprehensive benefit offerings that are focused on your holistic health and wellness at https://careers.viasat.com/benefits.

EEO Statement

Viasat is proud to be an equal opportunity employer, seeking to create a welcoming and diverse environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, ancestry, physical or mental disability, medical condition, marital status, genetics, age, or veteran status or any other applicable legally protected status or characteristic. If you would like to request an accommodation on the basis of disability for completing this on-line application, please click here.